Senior Capture Excellence Director

Relocation assistance may be available. This position requires an active Secret clearance with the ability to obtain SCI, and involves 25% travel.

About the role

At Northrop Grumman, our employees have incredible opportunities to work on revolutionary systems that impact people's lives around the world today, and for generations to come. Our pioneering and inventive spirit has enabled us to be at the forefront of many technological advancements in our nation's history. We look for people who have bold new ideas, courage, and a pioneering spirit to join forces to invent the future, and have fun along the way.

Northrop Grumman Mission Systems (NGMS) is seeking a Senior Capture Excellence Director. The preferred location for this position is McLean, VA, however, this role could operate out of Baltimore, MD, Falls Church, VA, or Rolling Meadows, IL. This position plays a critical role driving capture excellence in the Mission Systems sector, coordinating captures across the sector, and working closely with sector staff, division business development directors, subject matter experts, external consultants, and corporate business development.

The Senior Capture Excellence Director will manage all Sector and Enterprise Priority Wins (SPWs/EPWs), roll out Business Development Excellence (BDEx) Initiatives, improve Pwin and Pgo across the Mission Systems Sector, manage sector-level proposal activities, and perform customer and competitive intelligence and analysis (CI/CA) and position-to-win (PTW) functions. The role reports to the Vice President of Mission Systems Sector Business Development.

Responsibilities

• Demonstrate exceptional leadership, collaboration, communication, and team-building skills.
• Collaborate with the sector capture and proposals organization to implement best practices throughout the sector.
• Guide capture teams pursuing sector priority wins and other key opportunities; provide strategic insight and recommendations.
• Develop capture strategy and tactics to produce capture products such as competitive assessments, teaming strategies, and prices-to-win analysis results.
• Develop clear and concise Win Themes and Value Propositions for the capture.
• Understand the customer marketplace, stakeholder customer organizations, and budgets to identify market drivers and trends.
• Maintain relationships with internal stakeholders and functional organizations involved in program capture.
• Develop and maintain strong relationships with teaming partners and industry associations.
• Coordinate and collaborate with line of business management, strategy, business and finance, contracts, global supply chain, technology, and engineering offices.
• Execute sector processes and strategies that result in an increased capture PWin and improved win rate.
• Lead capture teams leveraging Customer Relationships Management (CRM) tools (e.g., Salesforce) while following Northrop Grumman Business Acquisition Process (BAP).
• Mentor and coach BD & Capture leaders across the sector in developing winning strategies, specifically for Enterprise and Sector Priority Wins.
• Schedule, track, and orchestrate Sector and Corporate gate reviews and Sector Capture Reviews (SCRs).
• Lead the independent capture assessments process to improve capture success.
• Develop corporate briefing materials and responses for the VP of BD, including ELT briefings, Deep Dives, monthly New Business Reviews, and Sector Gate Reviews.
• Ensure accuracy and consistency of CRM tools (Salesforce) and process standards of the Northrop Grumman Business Acquisition Process (BAP).
• Identify areas for process improvements and maximize the use of tools such as metrics, dashboards, and reports.
• Align Sector and Division pipeline new business development activity to define opportunities that achieve the Annual Operating Plan (AOP) and Long-Range Strategic Plan (LRSP) growth goals.
• Roll out Business Development Excellence (BDEx) initiatives and processes; participate in all Corporate-led EXCOMs and STEERCOs (Steering Committees).

Requirements

• Bachelor’s degree in business, technical, or other relevant discipline.
• Minimum of 15 years’ relevant experience in Intelligence, Defense, or Federal Civilian sectors.
• Active Secret and/or TS clearance, with the ability to obtain SCI.
• Demonstrated ability to lead multi-disciplinary business development and strategy development activities.
• Leadership skills to develop, organize, and execute significant capture activities, including building industry teams, assessing win probability, and ensuring execution of customer call plans.
• Extensive knowledge, experience, and success in leading and winning captures of large-scale opportunities over $500M.
• Strong verbal communication skills and prior experience briefing executives.
• Ability to influence constructively and work across divisions and sectors.
• Experience developing and maintaining effective internal and external business relationships, including with customer decision-makers and industry partners.
• Demonstrable understanding of all contract types (non-IDIQ, IDIQ – single or multiple award contracts), as well as payment types (e.g., FFP, T&M, cost plus).
• Ability to work and execute a quick reaction process for all government responses.
• Demonstrated working knowledge of the Federal Acquisition Regulations (FAR).
• Ability to lead local and geographically dispersed teams.
• Willingness to travel up to 25% per month.

Preferred Qualifications

• Bachelor’s degree in engineering or technical field and Master’s degree in technical/business field.
• 20 years of industry experience in capture leadership, business development, and/or program management.
• Experience leading and supporting international captures.

Pay

Primary level salary range: $242,100.00 - $363,100.00. The above salary range represents a general guideline; Northrop Grumman considers factors such as scope and responsibilities of the position, candidate's experience, education, skills, and current market conditions. Depending on the position, employees may be eligible for overtime, shift differential, and a discretionary bonus in addition to base pay. Annual bonuses reward individual contributions and allow employees to share in company results. Employees in Vice President or Director positions may be eligible for Long Term Incentives.

Benefits

• Health insurance coverage.
• Life and disability insurance.
• Savings plan.
• Company-paid holidays and paid time off (PTO) for vacation and/or personal business.